THE SIX -STEP SALES TRAINING PROGRAM FOR THE CSR by Dana Falardeau, CIC Train your CSRs to sell and watch your revenues grow! Who speaks to your customers more than anyone els...

TIME FOR THE YEARLY ACCOUNT REVIEW AGAIN by Grace Bauer It's about time to discuss the yearly account review process again. As we all know, most agencies have difficulty performing the year...

TRACK RENEWAL WORKFLOW by Grace Bauer Even in the most efficiently managed agencies, there are times when one hand really doesnt know what the other is doing. In this documen...

COMMERCIAL INSURANCE RENEWAL PROCEDURE We divide commercial accounts into Regular Commercial Accounts and Special Commercial Accounts. The determination of the classification of the accounts dep...

COMMERCIAL INSURANCE BINDER BILLING PROCEDURE Cash flow in insurance agencies has become an ever increasing area of concern. Most agencies have thousands of dollars of accounts receivable as a r...

COMMERCIAL INSURANCE BINDER BILLING PROCEDURE SPECIAL COMMERCIAL ACCOUNTS 1. If possible, CSR/Marketer obtains a renewal policy number from the company. If none is available, as...

WORKING HARDER? MAKING LESS? by Jon Persky During the past few years, many agency owners have been saying, Im working harder than I ever have, but making less money. ...

WRESTLING PROFITS FROM SMALL COMMERCIAL ACCOUNTS by Sharon Cunningham This article by Sharon Cunningham will discuss the difference between the agencies that handle small accounts because t...

In Canada, they call them "expiry dates." In the U.S., they are called "expiration dates."

No matter what name they are given-"renewal dates," "anniversary dates," or any other name-one point is abundantly clear: People are more willing to change their agent or broker at renewal time than at any other time of year.

That is the way it has been in the past, particularly in Personal Lines, and surely that is the way it is going to be in the future.